The Discourse of Business Negotiation PDF Download

Author: Konrad Ehlich
Publisher: Walter de Gruyter
ISBN: 3110881519
Category : Language Arts & Disciplines
Languages : en
Pages : 401

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Author: Xiangling LI
Publisher: BRILL
ISBN: 9004484698
Category : Language Arts & Disciplines
Languages : en
Pages : 216

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Book Description
The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.

Author: A. Firth
Publisher: Elsevier
ISBN: 148329918X
Category : Psychology
Languages : en
Pages : 453

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The study of negotiation has attracted considerable scholarly attention in recent decades, yet rarely have discourse analysts applied their particular concerns and interests to the phenomenon. Although a fundamental characteristic of negotiation is linguistic action, the detailed study of negotiation as a communicative, discourse activity is in its infancy. In the first collection of its kind, Alan Firth has brought together 14 original studies of negotiation discourse. Drawing on insights and methodologies from discourse and conversation analysis, pragmatics, ethnography and ethnomethodology, the book examines negotiations in a wide range of workplaces, including the US Federal Trade Commission, management-union meetings, doctors' surgeries, travel agencies, international trading houses in Denmark, Belgium and Australia, Swedish social welfare offices, and consumer helplines. Collectively, the book explores the notion of negotiation both as a formal encounter and as a gloss for more informal decision-making activities. Questions specifically addressed include: what is the interactional character of negotiation? How are negotiations related to the work context? And how are negotiations undertaken linguistically - as discourse-based activities? Answers are sought by utilising transcripts of real-life instances of negotiation. This allows for finely-detailed descriptions of the observed activities, providing important insight into the discourse-context relationship, the interactional bases of work acitivities, and the communicative processes of negotiation.

Author: ed Ehlich
Publisher:
ISBN:
Category :
Languages : en
Pages :

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Author: Milene Mendes de Oliveira
Publisher: Walter de Gruyter GmbH & Co KG
ISBN: 311063046X
Category : Language Arts & Disciplines
Languages : en
Pages : 227

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Some of the most frequent questions surrounding business negotiations address not only the nature of such negotiations, but also how they should be conducted. The answers given by business people from different cultural backgrounds to these questions are likely to differ from the standard answers found in business manuals. In her book, Milene Mendes de Oliveira investigates how Brazilian and German business people conceptualize and act out business negotiations using English as a Lingua Franca. The frameworks of Cultural Linguistics, English as a Lingua Franca, World Englishes, and Business Discourse offer the theoretical and methodological grounding for the analysis of interviews with high-ranking Brazilian and German business people. Moreover, a side study on e-mail exchanges between Brazilian and German employees of a healthcare company serves as a test case for the results arising from the interviews, and helps understand other facets of authentic intercultural business communication. Offering new insights on English as a Lingua Franca in international business contexts, Business Negotiations in ELF from a Cultural Linguistic Perspective simultaneously provides a detailed cultural-conceptual account of business negotiations from the viewpoint of Brazilian and German business people and a secondary analysis of their pragmatic aspects.

Author: Mirjaliisa Lampi
Publisher:
ISBN:
Category : Negotiation in business
Languages : en
Pages : 260

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Author: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 0804745862
Category : Business & Economics
Languages : en
Pages : 478

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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Author: Lindsay Amthor Yotsukura
Publisher: Elsevier
ISBN: 9780080441658
Category : Business & Economics
Languages : en
Pages : 404

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This study of Japanese business discourse adopts Bakhtin's notion of speech genres as an heuristic, to analyze groups of spoken texts which display similar constellations of compositional, thematic, and stylistic features. It examines strategies used by a non-Western community of speakers.

Author: Francesca Bargiela-Chiappini
Publisher: Edinburgh University Press
ISBN: 0748631836
Category : Language Arts & Disciplines
Languages : en
Pages : 528

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Book Description
The Handbook of Business Discourse is the most comprehensive overview of the field to date. It offers an accessible and authoritative introduction to a range of historical, disciplinary, methodological and cultural perspectives on business discourse and addresses many of the pressing issues facing a growing, varied and increasingly international field of research. The collection also illustrates some of the challenges of defining and delimiting a relatively recent and eclectic field of studies, including debates on the very definition of 'business discourse'. Part One includes chapters on the origins, advances and features of business discourse in Europe, North America, Australia and New Zealand. Part Two covers methodological approaches such as mediated communication, corpus linguistics, organisational discourse, multimodality, race and management communication, and rhetorical analysis. Part Three moves on to look at disciplinary perspectives such as sociology, pragmatics, gender studies, intercultural communication, linguistic anthropology and business communication. Part Four looks at cultural perspectives across a range of geographical areas including Spain, Brazil, Japan, Korea, China and Vietnam. The concluding section reflects on future developments in Europe, North America and Asia.

Author: Edda Weigand
Publisher: John Benjamins Publishing
ISBN: 9027298327
Category : Language Arts & Disciplines
Languages : en
Pages : 311

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Book Description
The topic of negotiation has turned out to be of crucial interdisciplinary interest for our understanding of what we are doing in language use. Are we exchanging meanings defined in advance and presupposing equal understanding on the basis of a rule-governed system, or are we negotiating meaning and understanding in the framework of an open dialogic universe? Negotiation, on the one hand, can be taken as the name of a specific dialogue type or action game of bargaining. On the other hand, it represents a methodological concept for describing and explaining dialogic interaction which replaces the orthodox view of pattern transference. The papers collected in this volume deal with both versions of the concept of negotiation. This volume contains a selection of papers presented at the International Conference on Pragmatics and Negotiation at Tel Aviv University and the Hebrew University of Jerusalem in June, 1999. The dialogic aspect was taken as the key concept to guide the present selection.